Only a few weeks remain of the historic year 2020, which is likely a cause of celebration for many. While 2021 brings the hope and high likelihood of better times, much remains uncertain, and even in the best of times, there is always some adversity.
With all the emotional, high-risk/high-reward scenarios playing out at this historic time, and with so much riding on your ability produce new business, how do you cope with disappointment? How do you cope with the pressure? How do you avoid burnout and stay motivated?
These ideas will help you keep it fresh and keep the completed deals flowing:
- To cope with the inevitable rejection in a sales career, concentrate on your victories. Celebrate each one of them in your own way. Some people will tell you that if you simply expect success, you don’t need to celebrate victories. I disagree. Appreciate everything. And 2020 has reminded us to be grateful for all that we have and all that we have accomplished.
- Keep in mind that selling is a noble profession. Without sales activity, the wheels of commerce grind to a halt. Your work creates jobs and feeds families. Sales is the lifeblood of your company. Without your efforts, your company would not exist and countless clients would be unserved or underserved.
- Remember that character is king. Focus on people – the hopes and dreams of the clients you serve and the real needs of your team members. Draw inspiration and motivation from the people who surround you. When you remember that the things you sell have real impacts on real people, it helps you ride through the rough patches.
- Embrace the competitive side of sales. Do you enjoy sports? If so, you probably love competing and watching other people compete. Sales is a sport. Sales is a game. Try to accumulate little (and sometimes big) victories each day. Playing to win removes the drudgery of day-to-day work.
- Take pride in your resilience. It feels good once you have successfully persevered through difficult times. Remember that feeling anytime you feel hopelessness and then do what it takes to feel that way again.
- Make it fun. Those who don’t ﬁnd ways to enjoy their work typically don’t survive long in a brutally competitive industry. Find the joyful and positive aspects of your work and focus on them.
- Tell the truth even when it hurts. Integrity leads to success. You will be rewarded with high levels of client and employee retention.
- And finally, as you sell today, imagine what your legacy will be years down the road. Your work in leading a sales team literally shapes the future. Isn’t that pretty important?
One of the most important skills a sales professional can possess is the ability to bounce back when life punches you in the gut.
Good luck in 2021. I truly believe that the creative innovations we were forced to develop and implement during the pandemic will increase our success and accelerate our progress for years to come.